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Recent Posts by Phil Mickey, Director of Marketing

Phil is responsible for the direction and execution of the comprehensive marketing, brand, and communications strategy for MarketStar. He leads the team that sets and maintains a fully integrated marketing plan that is fully aligned with corporate mission, vision, and key financial objectives. Phil is an avid reader, an expert audiophile, and a certifiable Star Wars geek. Before coming to MarketStar he spent a decade on marketing communications in professional sports. He is a proud Weber State Wildcat and a dedicated husband and father of three.

3 Reasons MarketStar Knows How to Close SMB Sales

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The temptation for any B2B sales team is to hunt for whales. If you can land that one big deal, you get a big payoff. But while you are spending all that time and energy hunting whales, dozens of smaller fish may slip past you. Too often, the focus on enterprise deals eclipses the profit potential from SMB sales. SMBs deals can be easier to land, and they can have greater lasting value.

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Effective Techniques for Closing Enterprise Sales Deals

Selling technology is never easy, and when you are dealing with enterprise sales, there is nothing simple or fast about this selling process. Enterprise sales are complex because enterprise technology is complex. There are many variables, interdependencies, and integrations to worry about—let alone matching the technology to the customers’ needs.

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3 Don’t-Miss Steps to Successfully Harness Customer Success

Ensuring customer success is at the heart of consultative selling isn’t just fluff. When you are selling technology, selling the product alone isn’t enough. You must sell a solution for a problem that your technology can solve. That means much deeper customer engagement that delivers an immediate return and more ROI over time. That’s why leading companies invest in customer success.

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Know WHO Your Customer Really Is – A Fundamental Foundation of Customer Success

The old cliché tells us that the “customer is always right.” While the validity of such an old business myth may ring true in many situations, it is ABSOLUTELY true when it comes to learning about who your customer is and what keeps them using your product or service. To effectively master customer success, you first need to truly understand who your customer is. Customer Success is about helping your customers achieve their desired outcomes, and if you don't understand who your customer is, what they value, and the goals they have, how are you going to make them successful?

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7 Ways to Close Your SMB Sales Deal in 30 Days or Fewer

Every company wants a faster sales cycle. The challenge with selling technology is that selling complex solutions requires a more complex sale process, which means a longer sales cycle. The length of the sales cycle also depends on your target customer.

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3 Future-Proof Rules for Legendary Enterprise Sales

You know that selling B2B technology is hard, and selling B2B enterprise technology is even harder. Enterprise sales, like enterprise infrastructures, are more complex with higher price tags, and that means higher risks for buyers. Making the wrong purchasing decision can have a domino effect that can affect the entire enterprise infrastructure. That’s why enterprise buyers are more cautious and deals require more stakeholders and take longer to close.

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Outsourcing Sales Continues to Rise: 3 Drivers of B2B Outsourcing

Outsourcing continues to gain momentum as part of the B2B sales process, especially with the growing trend of sales reps working remotely. The 2020 business disruption caused by the pandemic has resulted in many B2B organizations retrenching and restructuring their sales teams to reduce overhead and maintain sales quotas. For many companies, that meant relying more on sales outsourcing to increase sales.

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4 SMB Sales Conversations to Have on Hand for Your Sales Team

The nature of small- and medium-sized business (SMB) sales has changed, especially with the COVID-19 pandemic, and sales reps have to adapt their sales conversations accordingly. With the disruption in operations caused by the pandemic, SMB concerns are different. Business is slower, cash is tighter, and the future is uncertain. SMB operations need to solve a new set of problems.

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New Year, New Sales Data: How to Face ROI Head-On

Sales is competitive, and to stay ahead of the competition, you need to continually up your game. That means making the most of available sales data and refining your sales process to drive ROI. Your sales team needs new skills driven by better sales data to thrive in an ever-changing market environment. To ensure ROI, your sales data should enable new strategies that shorten time to market. The trick is unlocking the right sales data.

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The ROI Truth of Outsourced Sales

Everyone wants to save money, but there are times when you need to invest more to get more in return. You have undoubtedly heard the thread-worn platitudes “penny-wise and pound foolish” and “you get what you pay for.” They certainly apply when outsourcing sales. If you want superior results and a higher ROI, expect to pay a premium for expertise, technology, and service.

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